Tendering Season – Real opportunity or just a sales ploy?

Ichiban Commercial Solutions Procurement Success
Procurement Success – Procurement’s Contribution to 100 Year Business
November 20, 2017

Tendering Season – Real opportunity or just a sales ploy?

Ichiban Commercial Solutions Tendering Season

Tendering Season – A real opportunity or just a sales ploy?

Have you also received the emails telling you to hurry up and take advantage of tendering season?  And, by the way, we will give you two months’ discount or 25% off if you sign up with these companies that manage tendering searches?

Naturally these offers are limited in duration and forces you to make a quick decision to be part of the season or stay on the outside.

What drives any “tendering season”?

A specific time required for delivering the services or goods

For example, you run a tree pruning business.  There would be work through out the year but normally you would look at pruning trees around spring time.

Thus the tenders for this work have to come out in time to :

  • obtain quotes and tenders from different providers;
  • evaluate the tenders;
  • recommend the winning tenderer;
  • award the contract; and
  • then only, do the work.

This process would take a minimum of 3 to 4 months and thus you would expect more tenders to come out about four months before the services are required.

The requirement to spend funds

Within many organisations there is a rush towards the end of their financial or budget year to spend the money in their budget.

The reason why?

If you don’t spend the money, the won’t get the funds or have the same budget next year.

Being in procurement, I have seen this happen a few times when people suddenly realised that there are 4 weeks left and we had to get both the tender out and back in before Xmas. It is normally driven by poor planning and the results are not always that good.

Project timelines

Construction projects work on deadlines and tight budgets.  Therefore there would be an increased requirement for tenders.

But this is driven by your industry, the services and goods you deliver.

The truth behind this so-called tendering season

Your customers drive your tendering “seasons”. It is based upon their needs and requirements, timelines and budgets.

To take advantage of any tendering opportunity, your business has to be tender ready. If it is not tender ready, you are wasting your time and money.

And then… you waste some more because you signed up for a 12 month tender search subscription. More water down the drain!

More over, I get daily notifications on tenders released and there is no real spikes.  The numbers are fairly consistent.

The ploy behind tendering season sales offers

Most tendering search companies work on an annual subscription.

The majority of them do not give you an option for an early termination.

What these companies do not tell you, is that for at least 2 months in the year, you are paying for tendering time out.  Sometimes even 3 months of slow down in tenders. People go on leave over December and January.  Then come back and start scoping up for tenders.

So, you are paying for a 12 month subscription where you are getting 9 months value.

Thus, when you get an opportunity to connect your business to opportunity with a 25% discount, think again.

Tendering Search Companies – Australian Tenders

Personally I work with Australian Tenders for finding my tendering opportunities and I like working with them.

And no, I do not get paid commission for saying this.

The reason why?

They allow you to sign up for a quarter and if you don’t want to continue, then you don’t.

Their prices are very reasonable and small business can afford it.

In conclusion

Spend your time and your money where it will pay off dividends, not where you will be drawn into a subscription where there is no way out.

Get yourself into the position where you are able to grow your own business not someone else’s at your cost.

Being connected to tendering opportunities is the easy part of tendering.  Being ready to tender should be your priority.

Read more: Tendering for Success: Improving your chance of tendering success>>

Please contact us to find out if your business is tender ready and to determine where to focus your efforts.  We also assist business to develop tenders that will show how your business can deliver value for money.

Have a great day!

Celia Jordaan


About Celia:

Celia Jordaan has 21 years international and corporate experience and worked in the areas of procurement, tenders, supply chain, contract management, law and risk. She works with business, procurement leaders and teams to develop and implement strategies to boost business performance, make tendering easy and improve bottom line performance.

To learn more about Celia Jordaan, please click here.

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